One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the...

Performance appraisals are often described asthe “job managers love to hate”. A study was designed to provide sales managers with information designed to increase the benefits of engaging in the evaluation process and reduce the negative sentiments often associated with appraisals. To...

Purpose – The purpose of this paper is to examine the relationships between salesperson emotional intelligence, dispositional affectivity, and customer‐orientation levels in pharmaceutical marketing. Design/methodology/approach – A total of 71 pharmaceutical salespeople working in the UK...

Recent concerns for the nation's environmental resources have rekindled interest in clean-burning alternative fuels. Current efforts toward environmental conservation have been directed toward trucking fleets because these fleets usually refuel at centralized locations. To assess interest and...

Examines the difference in perceptions of 18 carrier selections factors between import shippers, export shippers, and international containership carriers. MANOVA was used to determine differences between the three groups. Suggests that there are significant differences between import shippers...